For HP Field Personnel Worldwide January 15, 1985 he HP Integral PC power of UNIX '"in an integrated, transportable package L~~ For HP Use Only MARKETING & INTERNATIONAL SECTOR US Field Operations European Operations Intercontinental Operations Major Accounts Marketing Corporate Marketing MIC Marketing Information Center FRD Systems F~nanceIRemarketingDivision CSD Computer Support Div~s~on ISD Instrument Support Divlsion Vol. 10, No. 6 CSO Computer Suppl~esOperation PO Instrunlent Products Operat~on CPC Corporate Parts Center MEASUREMENT, DESIGN &MANUFACTURING SYSTEMS SECTOR Editor Microwave & Communications Croup Roman Kichorowsky kCG Microwave &Communications Group SPD Stanford Park Division !Jh4D Network Measurements D~vlsion Editorial Assistant ;AD Signal Analysis Division SPK Spokane Division Darleen Brettes CTD Colorado Telecommunications Division GTD Queensferry Telecommunications Division Electronic Instruments Group Circulation EIG Electronic Instruments Group Roster Administrator (408-864-5621) C New Jersey Division SCD Santa Clara Division BID Boeblingen Instrument Division ,I , v, YHP lnstrument Division CD Integrated Circuits Division Computer News is published biweekly for Hewlett-Packard Design Systems Group field personnel to keep you informed of new HP products DSC- Design Systems Group FSD Fort Collins Systems Division and services. FEO Fort Collins Engineering Operation LSD Logic Systems Division COL Colorado Springs Division Please send address changes and subscription requests PCD Boeblingen Computer Division BE3 Boeblingen Engineering Operation to Roster Administrator, 49B2, Phone 408-864-5621, LSlC Lake Stevens Instrument Division or TELNET 1-864-5621. EPD Engineering Productivity Division Manufacturing Systems Croup MSG Manufacturing Systems Group Address editorial correspondence to Computer News, 3SD Data Systems Division PvlPD Manufacturing Productiv~tyDivision Hewlett-Packard Company, Building 20BV, 3000 Hanover LIE Loveland Instrument Division Street, Palo Alto, CA 94304-0890 USA, COMSYS 0000, MTF Manufacturing Test Division Phone 415-857-1501. INFORMATION SYSTEMS & NETWORKS SECTOR lnformation Systems Group SS lnformation Systems Group CLL Computer Language Laboratory CSY Computer Systems Division FSO Financial Systems Operation On the Cover BGI) Boeblingen General Systems Division KG YHP Computer Division On January 10,1985, HP (~PD Office Productivity Division CID Computer Integrated Circu~tsDivlsion announced a new concept C4C3 Guadalajara Computer Operation in personal computing. IRO lnformation Resources Operation Personal Computer Group The HP Integral PC was PCG Personal Computer Group introduced worldwide in the RSC Roseville Terminals Division PCD Portable Computer Division US, European, and Intercon GPCD Grenoble Personal Computer Division markets. See the articles on POL Personal Office Computer Division VCO Vancouver Division on. 13-19. PSD Personal Software Division PCDO Personal Computer Distribution Operation PCGC: Personal Comouter Grouo. Ooeration. A T&T Bell Laboratories. Information Products Group l?G lnformation Products Group @O! Boise Division DMP Disc Memory Division GLD Greeley Division CPB Computer Peripherals Bristol Divlslon SDC San Diego Division Ph1D Roseville Networks Division PJD lnformation Networks Division GNC Grenoble Networks Division CNO Colorado Networks Operation ANALYTICAL, COMPONENTS, MEDICAL &TECHNOLOGY SECTOR Analytical Group AVD Avondale Division SID Scientific Instruments Division WAD Waldbronn Division Components Group MSD Microwave Semiconductor Division €3 Optoelectronics Division C!CC Optical Communication Division Medical Group PC Andover Division BMC, Boeblingen Medical Division MCl4 McMinnville Division WAL Waltham Division Medical Supplies Center HCP Health Care Productivity Operation HP Labs Corporate Manufacturing Corporate Engineering COMPUTER NEWS 2 For ,P use 0.1, January 15. 1985 HP Computer Museum www.hpmuseum.net For research and education purposes only. In This Issue MARKETING BUSINESS COWIPUTERS 4 General Remarketing in Review Deluxe [email protected] old version FRD advertises in Interact and Interface HP Inform/3000 ;and the HP 3000 Series 37 How to position and sell DS/3000 and 5 Third Party X.25/3000 Link Two creative financial solutions for British OEMs HP solutions for the retail markets PERSONAL COMPUTERS HP Toolset demo kit available HP 3000 Series 3'7 Special Financing wins a sale 6 General HP 3000 Series 3'7 sales video available PCG 800 line refers customers to dealers Price change for l1P 3000 Series 37A upgrade to 37XE 6 Series 1 ClO Remote Support Credit for HP 3000 ends February 1 HP 150 upgrade paths Disc drive upgrade path for HP 150A systems 28 Manufact~~ring Languages and tools available for SPN sales aids now available HP Touchscreen personal computer Excellent HP 3000 Series 37 performance results for Context MBA price reduction HP MM and PM HP IBM 3278 Emulation Accessory helps sell HP Touchscreen personal computers 28 D~str~bution Hardware support price reductions for IRO Distribution Sales Seminar to be held in February HP Touchscreen personal computer 1982 Census of Wholesale Trade now available New software products for HP Touchscreen and The New Distribution Management products and manuals Portable personal computers available New acoustic coupler for The Portable Current Distribution Management literature a Save $25 on Personal Solutions software packs NETWORKS/PERIPHERALS TECHNICAL COMPUTERS 30 Networks 1 1 General 18150JA softwart:: an advancement in X.25 New data acquisition application note certification testing 30 Printers HP 1000 Series A600+ and A700 gain 256K bytes Discounted HP 82905B and 82906A personal RAM computer printers HP 1000A600+ Option 012 replaced by Free bar code font with every new HP 2687A purchase Option 014 New character fonts for HP LaserJet HP 92077A RTE-A data sheet update More new options for the HP 2565A and 2566A Announcing January 1984 update to HP 1000 Ordering HP 2565A and 2566A OEM sales reference manual Guide generates orders Revised HP 100 A-Series data book HP 2563A price changes New customer training course for HP PMC/1000 33 Terminals New cabling included in HP 3081A shipments Introducing the HP Integral PC Option 021 and 0:!2 availability for HP 2625A and The HP Integral PC - a powerful multitasking 2628A terminals controller The HP Integral PC can communicate SLIPPORT/SUPPLIES HP Integral PC offers full support of peripherals 34 Support/Supplies Localized version of the HP Integral PC available Application software for the HP Integral PC PRICE CHANGES Ordering the HP Integral PC and accessories Computer groups price changes effective January 1,1985 HP 9000 and HP 64000 - totaI solution to 35 microprocessor product design Calculator/HP-UX now available Applications for HP Data Grapher/POO HP 9845B, 9878A, and 9825B/T now obsolete New HP EGS manuals HP 3054A software support on HP 9000 Series 200 co~>trollers COMPLTTER NEWS January 15. 1985 For HP Use Only 3 Marketing A quality alternative. In FY84, FRD continued to GENERAL concentrate on product quality. The goal was to achieve products that were "better than new." The results have been exceptional in some cases. For Remarketing in review example, Series 40s shipped from FRD have Russ McBrien/FRD experienced no field warranty failures. Product failure rates in FY84 were commonly well below those Fiscal year 1984 was a time of significant change and for new product shipment. This strong reliability growth in the secondary market for Hewlett-Packard. track record, combined with FRD's complete cosmetic Orders grew from a low of $1 million per month in the refurbishment, provides customers with a high- first quarter to over $2.5 million per month in the quality alternative. fourth quarter. Finance and Remarketing Division's Other factors for success included the Opportunity '84 (FRD) sales grew in spite of substantial changes in sales promotion which allowed SRs to sell a system in the low end for HP 3000 computer systems, eroding the Series 37 price range six months prior to its peripheral prices, and increased competitive pressure. announcement. Also important was the introduction By the end of 1984, HP remarketed equipment has of remarketed Series 4X systems and remarketed HP come to represent over 50% of the entire market for 7976A tape drives. These products were an important used HP computer equipment. FRD entered the contribution to orders for the second half. market less than three years ago, yet in FY84 it did Regional distribution $21.4 million in business worldwide. FY84 also saw the entry of new brokers into the HP marketplace. HP The regional distribution for remarketed products has remained the dominant force in the market, moving changed substantially from that for FY83. The other vendors to start offering somewhat increased domestic regions achieved virtually all the sales levels of service and quality. growth for FY84. The internationalldomestic split went from 4096160%)in FY83 to 30%1/70Y)for FY84. The largest share of total worldwide orders was due to The Neely sales region dominated the domestic scene peripheral (MAC disc and HP 7970E tape) sales. - Neely sales were nearly double that of any other Remarketed systems (SPU) were important engines, region. This success was attributed to a widespread driving at least 30% of these peripheral sales. This acceptance of the remarketing prograrn and its distribution is not expected to change in FY85. benefits. Peripherals will continue to be the major